You presented a proposal to ACME Corporation ten days ago. The meeting was cordial and things seem to have gone well. An agreement was not reached. Now comes the waiting game. When will it close? Why hasn’t it closed? Have you ever made a presentation that ended without a decision? “Let me think it over.” “I need to run this by Bob/Sue/Kenny/Jen.” “Call me in two weeks.” This is a problem prospects share with me consistently. It’s important to emphasize that there isn’t one cause for this problem. Let’s consider what may be happening when running into this stall. HubSpot brought to my attention the phrase “ the buyer’s journey ” which has significance...